In Same Side Selling, Quarles and Altman challenge that a buyer-seller relationship should never be adversarial. Think of the stereotype of the used car salesman trying to trick the buyer out of as much money as possible. Instead, the buyer and seller should work together to fulfill the buyer’s needs to benefit both parties.
At its core, same-side selling is a mindset shift allowing you to make more genuine connections with your customers. It’s an ethical sales strategy that positions you as a problem-solver rather than a people-pleaser. Gone are the days of relentless cold calls. These days, customers are hostile to many popular sales strategies of ages past.
Instead, you need to get on the same page as your customer and believe in what you’re selling. Here are some tips to help you get there.
Ethical selling is an art many business leaders must cultivate over time. However, an experienced business coach can help you get there faster. If you want to learn more about same-side selling, business, and leadership, sign up for my email list to deliver my weekly blog articles to your inbox.
Coach Dave
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